Going Abroad 2014. Waldemar A. Pfoertsch

tion> Going abroad

       Going abroad

       How to understand foreign markets and do business around the globe

      Waldemar Pförtsch (Ed.)

      With 10 Figures and 4 Tables

       Editor

      Waldemar Pfoertsch

      Professor International Business

      Pforzheim University

      Tiefenbronnerstrasse 65

      75175 Pforzheim Germany

      [email protected]

       Copy Editors

      Carla Melo

      Karin Herrlin

      Michaela Mendes

       Chief Editor

      Yvonne Krepper

      Marion Park

       Graphic design and layout

      Juliane Rafaela Zierbus

      ISBN 978-3-7375-2877-1

      Catalog-in-Publication Data

       This work is subject to copyright. All rights are reserved, whether the whole or part of the material is concerned, specifically the rights of translation, reprinting, reuse of illustrations, recitation, broadcasting, reproduction on microfilm or in any other media. Duplications of the publication or parts thereof is permitted only under the provision of the German copyright law from September 1063, in its current version, and permission for use must always be obtained from the editor. Violations are liable for prosecution under the German Copyright Law.

      © Waldemar Pfoertsch www.pfoertsch.com

      The use of general descriptive names, registered names, trademarks, etc. in this publication does not imply, even in the absence of a specific statement, that such names are exempt from the relevant protective laws and regulations and therefore free for general use.

      Cover design: Anna Pfoertsch, Wellesley, MA, USA.

       Preface

      Understanding foreign culture is essential for all business people around globe. With this publication, managers and students who potentially want or need to do business in foreign countries are provided with a “how to do manual”. This book actually encourages new managers to prepare for this step and make them more sensible about potential pitfalls and lost opportunities.

       The reader will learn about:

      How to understand your own culture and how to behave when dealing with others

      How to make things happen abroad

      How to sell to foreigners

      How to win a bargain

      How to understand each other in international teams

      How to get along with the bosses at home

      How to get the best performance out of your employees

      How to teach in a foreign Country

      What it takes to be a winner

      Here the reader can get guidelines for Business and Social Etiquette. He can learn a lot about international ways of doing business, and understand Business and Social Etiquette in various countries.

      This publication gives also valuable advice, how deal with the company headquarters, when you are abroad and how to balance your social life in the foreign environment. It is written from a global perspective and answers questions, which many have learned the hard way. After reading this small booklet the reader will have a much easier way to participate on the rapid growth of international business.

      Waldemar Pförtsch Stuttgart/Shanghai 2014

      Table of Contents

       Preface

       Introduction

       International Ways of Doing Business

       How to understand your own culture and how to behave when dealing with others

       Getting Started

       How to make things happen abroad?

       Marketing

       How to sell to foreigners?

       Negotiation

       How to win a bargain?

       Communication across cultural and language barriers

       How to understand each other? Melanie Reithmeier, Nina Schaffarczyk, Susanne Brückner

       Managing People Abroad

       How do I get the best performance out of my employees?

       Going International, Transferring Skills and Training

       How to teach in a foreign country?

       Business and Social Etiquette

       Guidelines to business and social etiquette

       Getting things done

       Making the machinery work

       Dealing with the Headquarters

       How to get along with the bosses at home

       Managing your personal and family life

       Guidelines to work life balance

       The Road to Success

       What does it take to be a winner?

       About authors and the editor

       The editor

      Introduction

       Waldemar Pförtsch

      One of the most significant trends in the economic world in the past decades has been the rapid growth of international business. Markets have become the battle ground for companies from all over the world, and we talk today about the globally interconnected world. Markets have become truly global for consumer and business-to-business goods, many services and financial instruments of all